Enterprise Business Director National

Thomson Reuters•Frisco, TX

6d•Remote

About The Position

The Enterprise Business Director is a quota-carrying business development role responsible for developing state and local government business across the United States. The role owns a national revenue plan and builds a national book of business by identifying high-value opportunities across all 50 states and the District of Columbia, creating repeatable sales plays for shared state priorities, and engaging agency and executive decision-makers. It partners with sales leadership and a broader sales organization to bring Thomson Reuters cloud solutions, including CLEAR, to government agencies. The position is remote and requires the employee to be based in the United States. National travel is required as business needs dictate. Compensation includes base salary and variable compensation tied to results; the listed target total cash compensation range is $238,000–$442,000 USD, varying by location and individual factors. The role develops national and multi-state opportunities, leads pursuits with internal teams, and applies knowledge of state government procurement, cooperative purchasing, regulations, and budget cycles. It also represents the company at national government forums, monitors market and policy developments, maintains accurate CRM records and forecasts, and shares market intelligence and sales practices across regions.

Requirements

Demonstrated experience in quota-carrying sales or business development, with a record of meeting or exceeding targets.
Experience developing or managing a national or multi-region pipeline, including forecasting, deal strategy, and resource coordination.
Experience building repeatable sales plays or playbooks that scale across teams or territories.
Solid understanding of state government structures across multiple states, including agencies, cabinet offices, governor’s office staff, and legislatures.
Working knowledge of state procurement across jurisdictions, including RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal-year budget cycles.
Excellent verbal and written communication skills, including the ability to tailor messaging to diverse state government and agency audiences.
Strong interpersonal and relationship-building skills and the ability to establish credibility with government executives and agency leaders.
Active listening skills to identify agency operational needs and connect them with appropriate Thomson Reuters solutions.
Proficiency in Salesforce or comparable CRM platforms, including pipeline reporting and forecasting.
Familiarity with social selling platforms such as LinkedIn and AI-powered sales tools.
Ability to manage a national footprint across time zones, with a schedule aligned to state government working hours and procurement timelines.
Willingness and ability to travel nationally as business needs require.
Motivated, competitive, self-directed, strategic, positive, team-oriented, and comfortable leading across regions.

Nice To Haves

Bachelor’s degree, or equivalent work experience in lieu of a degree.
Government, enterprise SaaS, or state-level sales experience; national or multi-region responsibility is a plus.
Familiarity with Thomson Reuters CLEAR or comparable investigative, legal research, or intelligence platforms.
Knowledge of national state policy priorities and challenges, including public safety, economic development, healthcare, and justice operations.

Responsibilities

Own a national revenue plan and quota, maintaining performance at or above 100% of year-to-date goals across monthly, quarterly, and annual targets.
Build and execute a national prospecting strategy, prioritizing states and agencies based on budget capacity, policy priorities, procurement activity, and solution fit.
Generate pipeline through outbound phone, email, social media, and in-person engagement with state-level decision-makers.
Independently generate, qualify, and advance opportunities from initial outreach through close, or hand them off to Account Executives where appropriate.
Identify and pursue multi-state opportunities, including opportunities procured through national cooperative purchasing agreements, and coordinate them across states.
Design and refine repeatable national go-to-market plays for common state needs and scale effective approaches across regions.
Lead national and multi-state pursuits, coordinating Account Executives, Solutions Engineers, Marketing, and Partnerships.
Represent Thomson Reuters at national forums and events, developing executive relationships across regions.
Conduct national market analysis, tracking policy trends, legislative developments, competitor activity, and customer feedback to improve outreach and identify markets.
Provide accurate, timely forecasts and pipeline visibility, and record activities, customer contacts, and opportunity updates in Salesforce.
Coach and collaborate with teammates across regions, share market intelligence and best practices with sales leadership, and contribute to a consistent national sales methodology.
Consistently demonstrate Thomson Reuters culture and values.

Benefits

Flexible work arrangements, including work from anywhere for up to 8 weeks per year.
Flexible vacation and paid sick and safe time off.
Two company-wide Mental Health Days off annually.
Access to the Headspace app and Employee Assistance Program.
Retirement savings plan with company match.
Tuition reimbursement.
Employee incentive programs.
Health, dental, vision, disability, and life insurance.
Paid holidays.
Parental leave and sabbatical leave.
Two paid volunteer days off annually and opportunities for pro-bono consulting and ESG initiatives.
Flexible Spending and Health Savings Accounts.
Fitness reimbursement.
Optional hospital, accident, sickness, life, and AD&D insurance.
Group legal and identity theft protection benefit.
Access to a 529 Plan and commuter benefits.
Adoption and surrogacy assistance.
Employee Stock Purchase Plan.
Resources for mental, physical, and financial wellbeing.